Helping you WIN MORE. and win more easily. Executive brochure

Transcription

1 Helping you WIN MORE and win more easily Executive brochure

2 HELPING SALES TEAMS TO WIN FOR OVER 30 YEARS Proposals are key to winning and retaining business. As the UK s leading proposal management specialists, we ve helped clients in over 35 countries to win major deals and to radically improve their win rates. So what is it that makes Strategic Proposals the proposal and pitch partner of choice for so many organisations, in so many sectors? Most importantly, it s the calibre of our team. We only employ senior, seasoned proposal professionals with an average of 20 years experience in the bidding world. And our team work for us full-time, helping us to ensure consistency and quality. We re easy to work with critical when you want us to engage quickly on an important deal. We know how to build rapport and trust, so clients come back to us again and again. We know how to influence evaluators. Our UK business started life as a professional practice within a leading procurement consultancy; many of our staff started their careers in purchasing, and we regularly carry out thoughtleading research with buyers and bidders. We get results. Whether you need to win a specific deal or want to improve your overall win rate, we ve shown again and again that we will deliver success. We know what it takes to win and have garnered numerous accolades as a result including being multiple finalists at the British Excellence in Sales Management Awards. We re fiercely competitive, and passionate about winning, whilst being extremely collaborative - often working alongside existing internal bid specialists. So we will find ways of working together with your teams to ensure you achieve the kinds of results others have enjoyed. We d love to bring our winning ways to help you and your teams be more successful. I have no doubt that Strategic Proposals support is a critical differentiator and hugely valuable in successfully winning. Sales lead, IT sector Jon Williams Managing Director Fellow, Association of Proposal Management Professionals

3 WHY ARE PROPOSALS IMPORTANT? Your written proposals should be a source of competitive advantage for your sales team. Done right, your proposal will propel you significantly ahead of the competition. Done wrong, it can lose you the opportunity. So it s critical that you have the right support at the right time to help you capture the most important deals on your pipeline. 78% of buyers see proposals as the most important factor in the evaluation process. 75% of buyers agree that the best proposals usually win. Strategic Proposals has completely transformed the way we approach and create our proposals at Hymans. Since embarking on an improvement programme, our win rate has doubled and we have reduced the amount of fee earner time spent on proposals by over 50% per proposal. This has made a huge difference to the business. See the video testimonial: WHY WORK WITH STRATEGIC PROPOSALS? Last year, Strategic Proposals UK team helped our clients to win business worth over 9 billion with a capture rate of over 90% We bring unique insights into proposal best practice and purchasing, to help you to do the RIGHT THINGS at the RIGHT TIME 20+ APMP-qualified UK-based staff 40+ colleagues worldwide and clients in many different sectors 3

4 A PROVEN METHOD FOR SUCCESS There are several different ways in which we can help you to transform your proposal capabilities and to win specific deals. We have a set of services, designed to help you win. ASSESS YOUR CURRENT CAPABILITY PROACTIVE & RENEWAL PROPOSALS ACCESS TO THE RIGHT CONTENT Understanding your current proposal capabilities and how you could improve Helping you win a specific bid using our hugely experienced, expert team Using proactive and renewal proposals to influence or avoid a formal RFP Creating and maintaining a strong library of wellwritten, up-to-date prewritten proposal content IMPROVING PROPOSAL SKILLS OUTSOURCED SUPPORT BUILDING WINNING CAPABILITIES KEEPING YOU COMPETITIVE Training and coaching to ensure that everyone involved in proposals has the necessary skills Providing bespoke contracted support services for multiple deals which can include fixed price and risk-reward options Delivering tried-andtested solutions to embed improved proposal capabilities and processes Ensuring your capability continues to give you a competitive advantage Test your own proposal and pitch capabilities by using our acclaimed, free-of-charge self-assessment tool here: proposalbenchmarker.com Proposal Benchmarker TM 4

5 A FLEXIBLE APPROACH TO HELPING YOU WIN A DEAL Whether we re working with you on a specific deal or helping you improve your own capabilities, at the heart of winning is our winning approach - as shown here. We can embed this in to your organisation, or deliver elements of it on a specific opportunity. Learning reviews 10 Proposal Presentation 9 Reviews and Approvals 8 7 Proposal Strategy Develop a compelling story to win the business 5 6 Content Development Content Design Executive Summary Outline and storyboard templates Document Management, design and graphics 4 3 Proposal Project Management Motivated team working effectively and efficiently 2 Pre-proposal planning Preparation for Success! 1 Qualification - Bid/No bid 5

6 A WINNING APPROACH - CLIENT SUCCESS STORIES UK-based pension service provider OUTSOURCED SUPPORT KEEPING YOU COMPETITIVE DOUBLED WIN RATE IMPROVEMENT HALVED COST OF BIDDING Global advertising and media organisation PROACTIVE & RENEWAL PROPOSALS 1.1bn CONTRACT WIN Multinational finance and insurance corporation 20m PER YEAR WIN 25% TO 80% WIN RATE IMPROVEMENT UK division of global insurance company OUTSOURCED SUPPORT BUILDING WINNING CAPABILITIES WON 10 CONSECUTIVE DEALS TRIPLED WIN RATE ON CLIENT-LED DEALS Major US healthcare provider $19.8bn CONTRACT WITH LARGE US STATE World-leading engineering professional services firm IMPROVING PROPOSAL SKILLS +39% WIN RATE IN 12 MONTHS Award winner UK NHS trust 100% WIN RATE 87% EVALUATION SCORE Multinational IT equipment and service company ASSESS YOUR CAPABILITY ACCESS TO THE RIGHT CONTENT BUILDING WINNING CAPABILITIES 100% SUCCESS RATE THREE MAJOR CROWN COMMERCIAL SERVICES WINS UK-based construction design partnership HS2 STATION DESIGN CONTRACT WIN Malaysian infrastructure conglomerate SUCCESSFUL BID FOR MULTI- BILLION POUND RAIL CONTRACT 6

7 INTRODUCING SOME OF OUR TEAM... We are very proud of our highquality, passionate, experienced people. We ve introduced four of them below to give you a flavour of our skills and seniority, but you can meet our whole team on our website, strategicproposals.com Graham Ablett CPP APMP Director BESMA finalist, 2018 Lorraine Baird CPP APMP Director BESMA finalist, 2018 Finalist, European Women in Sales Awards 2017 As a Director of the business and with nearly twenty years experience in proposals, Graham helps clients to win business in a number of different ways including: winning specific projects and contracts for clients, such as Capgemini and Hitachi, by providing hands-on strategic proposal and presentation support in formal procurement and informal / proactive sales scenarios delivering interim management and consultancy services to help organisations, like DLA Piper and Hymans, to to improve their win rates whilst increasing the efficiency of their bid and proposal operations benchmarking and proposal capability development projects with clients such as Arco, HSBC and Willmott Dixon. Graham has supported clients across a wide range of industries including IT services, professional services, travel, logistics, oil and gas, financial services, healthcare, facilities management, real estate and telecommunications. Highly regarded bid and proposal specialist, with additional skills in training, recruitment, coaching and management. Deep knowledge of financial services and utilities sectors and the ability to apply these elsewhere. Lorraine specialises in helping organisations to win the right business, cost-effectively. She does this by helping teams to develop winning strategies and compelling proposals - ultimately get them the successful outcome that they desire. Lorraine s skillset includes: helping organisations to produce compelling responses by developing and implementing robust contact/win strategies and building compelling value propositions developing / enhancing an organisation s proposal capability equipping bid teams with the right skills and tools to enable them to produce winning proposals and compelling presentations. Kim Panesar CF APMP Design Manager Chris Hynd CF APMP Proposal writer 2018 APMP UK writing award finalist Working for some of the top print and design firms has enabled Kim to hone the skills needed to create effective and impactful proposal designs and graphics. He has delivered design projects for many of our clients including Microsoft, National Express and Hitachi. He creates formal bid responses and presentations, as well as engaging proactive and renewal proposals. Kim works with our other designers to create interactive submissions, videos and animations. He is also a professional photographer - often creating bespoke images for specific client projects. A passionate writer and editor, Chris has an excellent understanding of the rules of proposal best practice. Using a concise, persuasive and creative style, he ensures that every tender submission tells a compelling story. Chris has supported clients to win deals across many sectors including construction, savings and investments, insurance, IT and civil engineering. He brings fresh ideas, a meticulous eye for detail and a strong will to win. Prior to joining Strategic Proposals, Chris worked with energy giant SSE helping them secure major energy infrastructure contracts across the UK & Ireland. 7

8 The leading proposal management experts Why choose? High-calibre team Buyer insights Delivers results CONTACT US: